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In the digital world, success is: driven by the audacious who pursue what's possible; uncovered by the observant who see emerging patterns; unleashed by the empathetic who build paths for others; realized by the pragmatic who embrace the fundamental truth - it's the experience.
Sales is Simple...
Sales is the process of persuading people to change and partnering with them throughout their journey until they achieve success
...Simple is Hard.
Digital disruption has fundamentally changed the nature of B2B business relationships . It's more like managing a town than door to door selling.
Salespeople must orchestrate complex agreement networks that includes: more people, socially connected, having interconnected goals, creating dynamic environments, creating information overload.
It's Hard to See The Problem
Individually, each human brain operates on "auto pilot," a mechanism that can lead to 'change blindness,' where subtle shifts go unnoticed. In a similar vein, businesses are compartmentalized into functional divisions, each manned by specialists trained to tackle problems in a linear set of steps and provide solutions. However, problems in complex environments are non-linear and solutions generated for specialists in isolation have unintended consequences and make problems worse.
Commercial Ecosystems are Emerging
The future of the success in the digital world is clear - commerce is emerging from static markets into commercial ecosystems which must will need to be orchestrated like a symphony, not managed as an account creating the need for an extremely talented, empowered salesforce and the right support network to supply it.
Leveraging cutting-edge research methods suited for complex environments, we strive to identify patterns of success and disseminate these strategies to our community. Our comprehensive approach includes process modeling, behavioral economics, financial forensics, primary interviews, and immersive experiments. By adhering to a disciplined process and utilizing contemporary techniques, we generate potent and thoroughly vetted insights that we readily share with our community.
Getting pragmatic feedback on our emerging insights is a critical step in our "skin in the game" process. Please help by engaging.
Success is Path
Success is the result of a journey, not a checklist of activities. We believe in learning from others and share relevant quotes on our Twitter feed.
"The journey of a thousand miles begins with one step"
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